The inherent tension in the Microsoft-SAP alliance was spelled out by Microsoft CEO Steve Ballmer during his keynote at yesterday’s Convergence 2008 event: “SAP is sometimes a collaborator, sometimes competition.”

Competition is the aspect of the relationship that is coming to the forefront right now, as Microsoft’s ongoing interest pits Redmond against Walldorf for high stakes: The small and medium-sized business market. Convergence 2008, for example, has highlighted Microsoft’s ERP and CRM products, both of which play to the mid-market.

Cooperation between the two companies is largely in the form of Duet, the technology partnership that allows Microsoft products to serve as a front end for SAP applications. Duet has several hundred thousand customers and is generating revenue for both companies.

With both Microsoft’s business applications and Microsoft-SAP Duet going strong, the question is when the existing ‘co-opetition’ between the two companies will tip over into full-fledged rivalry. The mid-market is a hugely lucrative space for e-business software providers and may yet break up the Duet.

Finally, it’s interesting to see how Microsoft’s messaging geniuses managed to pull one over on SAP on Microsoft’s SAP partnership page. Here, Microsoft defines itself as making SAP “People-Ready,” as if SAP on its own is not people-ready. It’s a subtle point, but it illustrates the scope of Microsoft’s ambition and calls into question Redmond’s ability to sustain a long-term partnership with a ‘co-opetitor’ such as SAP.

Demir Barlas, Site Editor

If you’re following the developments in the SMB (small and midsize business) space, you’ve probably heard about the latest Microsoft move. MS Dynamics Entrepreneur Solution is a new, fully Office-integrated suite aimed at the really small fry. Sage and Intuit are the primary targets for this particular release, and so far the release is limited to the Netherlands, but it’s another little step towards the SAP vs. Microsoft showdown we’ve talked about in the past.

SAP is betting the hard on the SMB market, but Microsoft certainly isn’t about to stand down. Indeed, Microsoft Business Solutions head Kirill Tatarinov recently told Reuters that he’s eager to meet SAP’s new Business ByDesign in the field.

“There are many organizations that may not use Dynamics just yet, but many are already using the infrastructure that Dynamics is built on,” Tatarinov said.

What makes this battle for the SMB space so interesting is the different strengths of the key players. Microsoft has a strong channel and beach heads everywhere, while SAP is (generally) technically solid. Oracle’s fierceness in and of itself goes a long way, and the smaller niche players have the advantage of specialization in their respective fields — which, in combination with their inherent nimbleness, may help keep the big bullies from stealing their lunch money. Here’s to an interesting 2008!

Matt Danielsson
Editor

The peculiar SAP-Microsoft partnership continues to deepen. We’ve written about this in the past, but I think Jon Reed summed up the situation best with the image of “one set of hands shaking and another set in a thumb war“. In the upper end of the market, SAP and the ’softies are best buds, as evidenced by their solid Duet commitment. Last I heard they were well past the 300,000 user mark and it was one of the big stories at Sapphire Atlanta last month.

This week was Sapphire Vienna, and sure enough, another big SAP-Microsoft story dropped: SAP and Microsoft are setting up a joint German lab to marry SAP’s Business Suite with SQL Server 2005. That makes a lot of business sense, and it doesn’t take much imagination to see this as another way of teaming up and sticking it to Oracle. Ellison had a pretty big week too by the way — the Agile acquisition alone is enough to keep SAP on it’s toes.

But then there’s this midmarket business, the elephant in the room neither company seems to want to talk about. Microsoft is serious about Dynamics, and they’re starting to get nods of recognition. But SAP is betting hard on A1S, the upcoming on-demand ERP solution targeting the niche of customers that fall between the already existing SMB solutions BusinessOne and All-in-One. Furthermore, SAP made the public commitment that it will nearly triple its customer base by 2010 — a goal that puts it squarely on a collision course with its friends in Redmond. Indeed, as 2010 and the inevitable SMB surge SAP needs in order to hit the magic 100,000 customer-mark draws near, I predict considerable friction at just about the same time Duet 2.0 rolls out.

But for now, everything is peachy. Kumbaya, and so on.

Matt Danielsson
Editor

You've probably read Axel Angeli's guest editorial SAP under fire: Axel Angeli on why 2007 will be tough for SAP. Not surprisingly, there was an avalanche of reader responses. Some agreed and applauded the honesty, while some jeered and argued Dynamics was nowhere near ready for prime time. Axel answered two questions in depth yesterday; today he concludes his stint on the soap box by going to the heart of the matter:
What exactly did SAP do to fumble the ERP ball, and what can/should they do about it?

Axel: The SAP ERP is still the flagship of SAP, despite all efforts to gain market shares in areas where competitors seem to be strong. While FI/CO seems to be stable and has set the European way of accounting as IT standard all over the world, the SD/MM and PP areas are still areas where the customers ask for significant enhancements. Let us pick SD for instance… Currently, we still find a hybrid of functionality, powerful but extremely difficult to make any enhancements. And it is the latter that is more and more required by companies, especially if SAP wants to conquer the markets of the SMB. The classical areas of concern are variant donfiguration, pricing, special shipping & handling scenarios, intercompany invoices … all topics the experienced SAP consultant can be caught with a cheshire grimace on her/his face. 

Don't let me be misunderstood: the functionality is powerful and covers many, many areas. But if you need to do something special, the SAP approach with user-exits (aka customer enhancements, BADIs) has its severe limitations. 

To cope with the challenges of agility, a more object-oriented approach, one that has been rightly drawn and begun with the BAPI concept, is required. And again, one has to regret that SAP lost the completion of the BAPI concept out of sight. The SD-BAPIs are far from complete: e.g. the "order read" and "order create" modules have different interfaces, isolated pricing modules are still missing, variant configuration is still dug far down in the inside belly of the SD core modules. Modern ERP systems would break down an SD component into small, self-contained objects that inter-operate through message pipes. That would even allow to run a SAP SD fully decentralized, maybe the order creation on one instance, the delivery on a second and invoicing on a third one. Revamping the BAPI concept might already bring a high degree of progress and eventually a convincing argument to upgrade a newer SAP release, one based on ROI instead of simply falling out of maintenance. 

SAP did well in the MM sector when succeeding in rewriting procurement in the form of the SRM component. SRM has all that the purchaser needs and it integrates with ease many external offers, like life vendor catalogue access, auctions or goods tracking via slim or sometimes not so slim Web interfaces. Although SRM might well be broken down in smaller atomic units, it is a step into the right direction of an object oriented componentization. However, the drink may be poisoned here as well: while SAP admits the necessity of integration, they are still reluctant in releasing interface specifications to the public and offering demo hubs against which developers can test their development. 

The peril is ante portas, not mainly and only in the shape of Microsoft Dynamics, whose principle power lies in the marketing strength or through Oracle where we observe - I admit: to my surprise - an increasing number of new "Peoplesoft" installation, mainly in countries where SAP traditionally had a bad standing, like France for instance. There is also the open source community that seems to increasingly enjoy the ERP worlds after they worked the CMS fields to exhaustion.  

Momentarily the importance of open source ERP is low due to the fact that although open source (SAP is also "open source&quo they are mostly not "free software" sporting a pretty amusing variety of "licensing models". I have seen licensing constraints where software is free but consulting must be purchased by the owner of the code and others that keep the software free for developers but require substantial licensing fees for productive use. Both models cannot work, as it is too obvious that the makers want cheap labor from the community but are pretty selfish when it comes to give anything back.

But there are also good examples of open source and free ERP approaches, like Adempiere that - after divorcing from Compiere on arguments about licensing philosophy - became number three in the charts of the most attended projects at SourceForge. Until now the ERP has not yet reached the PHP or Python community that would allow to run distributed ERP on cheap Web hosted platforms, giving the notion of EDI (Electronic Data Exchange) a completely new flavor.

Editor's comment:
This is the last (?) part of Axel's take on the "SAP under fire" issue. As always, we'd love to hear your thoughts on the matter. Reply to this post or send your thoughts to mdanielsson@techtarget.com.

Matt Danielsson
Editor 

We received a tremendous amount of reader feedback on veteran site expert Axel Angeli's recent guest editorial SAP under fire: Axel Angeli on why 2007 will be tough for SAP. Here are some of the reader comments and Axel's responses.

"I agree with Axel's assessment that Microsoft Sharepoint will give SAP KM and EP a run for its money. I, with a group of other 'pioneers', have started an ASUG Special Interest Group to investigate and influence the interoperability of Sharepoint and the SAP Enterprise Portal. Many SAP customers will license the Sharepoint MOSS solution over the next few years because it certainly wins the 'beauty contest' and gives SAP a run for its money on robust search functionality.

Where Sharepoint is falling short is tying document management to business process via workflow and transactions. This is where you use Sharepoint for the user interface and document repository, but you run SAP workflow to handle the business processes, like approving documents based on document type and user hierarchies from HR organizational structures. I do not tout myself an expert in this area as we have just begun our journey down the path of interoperability, but I do see this being a relevant space within the SAP-Microsoft ecosystem.

– Name withheld, SAP Business Analyst, Longmont, Colo."

Axel: I am happy to read this comment. I am convinced that something needed to be done in this areas. SAP has all the necessary features including a basic WEBDAV support, allowing one to map any SAP repository data source as a network drive. One should maybe make clear to the Sharepoint newcomers that Sharepoint stands for two completely different elements: the Sharepoint Services and Sharepoint Portal Server. The Sharepoint Services allow reading and writing back documents to a Sharepoint enabled server, while the Sharepoint Portal is a content management system that makes use of Sharepoint Services but otherwise is just another "Portal" and competes with SAP EP in this respect. We integrated Sharepoint Services successfully to open source CMS like Joomla or DRUPAL, hence I don't see a reason why it should not comply with EP as well.

I would love to eventually read more on the progress of your ASUG SIG project and maybe participate on a blog on this.

"First of all, I think SAP didn't drop the ball. I think SAP is doing very good job. SAP has already released its major version ECC 6.0 in 2006. No major releases are due until 2010. So SAP is up to date in all areas of ERP. SAP is ready to complete enterprise SOA technology. More enterprise SOA implementation projects and SAP upgrade projects will be implemented in 2007. As a result, more XI projects will be implemented in 2007 and demand for XI skills increases. Microsoft cannot compete with SAP in the ERP marketplace. They are still far away from SAP's level. Microsoft enters every niche market. That doesn't mean they can compete with SAP in the ERP market.

– Sobhan Annepu, Sr. Programming Analyst at Coca-Cola Bottling Co., Birmingham, Ala."

Axel: Saying that SAP didn't drop the ball may certainly be a matter of how you interpret the situation. I would say that SAP exactly DID drop the ball by putting a moratorium on release upgrades for four years and hence leaving ERP in the current state. It feels like leaving the dish in the kitchen sink after an opulent dinner. A moratorium will exactly be the kind of advantage that the competition is waiting for to dash into the gap.

When it comes to the mid-sized markets, SAP ERP won't win the beauty contest. ECC is strong in features but weak when it comes to agility. For small and diversified production sites, the Microsoft AX "Hub and Spoke" concept appears to be more convincing. If I am asked to give a proper advice in strategy to SAP product life cycle management, I would opt for efforts to break down the SD/MM/PP complex into small objects that can be decorated by the customer at discretion if production is concerned that might be done on the basis of an "APO light".

The weakness of Microsoft is currently the fact that AX (formerly: Axapta) still falls out of the Office licensing scheme and the frightening low number of developers that are familiar with the software. However, the latest release of AX sports a virtual machine and a script-like programming language that speaks for a serious effort to attack the markets of SAP. It might be a correct perception that Microsoft is ready to enter every niche market, but so does SAP.

I acknowledge that there will be an XI boom in 2007 and I already have predicted a shortage in skilled XI technical people. However, I stand firm to my belief that SAP has not yet reached a practical SOA, although I am certain that they are on track and will take over leadership in less than three years from now.

Editor's comment:
As always, we welcome your input. Reply to this post or send your thoughts to mdanielsson@techtarget.com.

Matt Danielsson
Editor

Axel Angeli is a veteran SAP guru with a reputation for brutal honesty about the ERP market. You probably saw his predictions for SAP trends 2007 the other week. Well, Axel had more insights to share about what's going on in the SAP world, so we gave him the opportunity to write a guest editorial! Also don't miss the follow-up columns SAP under fire: Axel responds and SAP under fire: Axel speaks out on what SAP should do next.

The broad strokes
For SAP AG, the year 2007 will be the most critical one in the recent history. While the company is still working on revamping its product line, the competitors are preparing to attack. While the ABAP engine makes slight progress, the ERP components still wait for many enhancements requested by customers. This negligence will play well into the hands of SAP challengers, mainly Microsoft with its Dynamics AX, the latest version of AXAPTA.

Not surprisingly, SOA will continue to be the driving subject in IT as companies begin to have a clearer vision of SOA benefits and governance and they start XI implementations in masses, driving the market into a proper shortage in XI consultants.

CRM and BW are fairly saturated so the business is ready to concentrate on another trend topic: the Supplier Relationship Management (SRM) field.

Looking beyond SAP, we see a steep incline in interest for Knowledge Management (Content Management Systems, CMS) and collaboration tools for project management, appliances and Open Source Public License solutions.

SOA rising
2007 will be the year of the practical break-through of the Service Oriented Architecture. While 2006 was governed by SOA governance concerns, I expect a great number of real life implementations to take place. SAP marketing did too good work here. The number of companies that have scheduled XI implementations is rapidly growing — a development that might bring SAP into trouble when it comes to support them all. XI is still not mature enough to be an out-of-the-box solution. The product kernel is widely stable but there are still missing precautions to cope with data affluence and adapter misbehavior.

These problems can now be circumvented by using safe implementation practices and sober asynchronous architecture, but the number of experienced XI architectures is extremely sparse and education in best practices of SOA has hardly started. Given that middleware XI projects are likely to be mission critical, this situation will mean heavy sea for SAP and give a chance to competitors to step into the gap. As of today, XI implementations are fine but in heavy-duty solutions an architecture is good advice if XI is complemented with some best of breed tools like IBM MQ as message store, Seeburger or SmartEDI for any EDI solution and relying on Windows framework as an adapter engine for everything beyond ODBC/jDBC.

ERP status quo
In the ERP area, there won't be tremendous changes this year because companies are mainly occopied with SOA issues or with upgrading and consolidating their current installations. Nevertheless, SAP will see its first serious challenges. Microsoft AXAPTA has loaded their arsenal to attack the market shares of SAP in the higher end of the SMB market benefiting widely from the intransparent pricing policy of SAP's SMB approach.  

Content Management gaining importance
Content and knowledge management has been neglected for a long time.

With the growing number of Internet literates, there will be an increasing insight that Google-like search engines, agile document management systems like Wikipedia, blogs and shared data repositories are precious tools for project management as well.

When you look for any kind of information today, you look it up in the Internet via Google, Yahoo, A9 or Wikipedia — and in most cases, you find a satisfying solution. The document management within companies, however, still takes place in the file system. Documents are distributed via email and finding back information is normally a nightmare. But now Internet technology reaches the intranet as well.

Google gave it a start with its enterprise version of the search engine. It comes preinstalled and configured in a hardware blade server that simply needs to be connected to power and a network and it starts spidering the documents within the reach in the intranet. From there on you have Google search functionality on the internal documents. SAP will use its advantage that its software is already ubiquitous in enterprises to present the solution manager and its knowledge management as an alternative. But the appeal of the plug-and-play offer of the Google appliance will be hard to beat. From the pure software side, Microsoft SharePoint will be an honest contender to SAP KM and EP.

Editor's comment:
Do you agree with Axel's assessment? Did SAP drop the ERP ball? Is Microsoft poised to give SAP a hard time? Are we at the beginning of a CMS boom? Will there be happy days for XI consultants this year? Sound off on these issues to win a book bundle:

• SAP xApp Analytics
• Designing Composite Applications
• Job Scheduling for SAP

One lucky winner takes all, so send your thoughts to mdanielsson@techtarget.com today.
UPDATE: Rob Ericsson from L10 Systems is the lucky winner of the book bundle. The raffle is over, but we're always interested to hear your opinion so feel free to keep sending additional comments.

Matt Danielsson
Editor

Like everyone else, we at SearchSAP.com curious about what the new year will bring for SAP and the ERP market in general. To find out, we decided to check in with some prominent SAP experts on their predictions for the big trends in 2007 and beyond. First out is veteran site expert Axel Angeli.

SearchSAP: Let's kick things off with the obvious question — what will be the biggest SAP trend this year?

Angeli: 2007 will be a year of consolidation for SAP. Major SAP customers will start real XI project implementations, which will lead to a tremendous shortage in XI skilled personnel.

SearchSAP: Do you see any additional developments that readers should keep an eye on?

Angeli: The new xMII - a kind of universal data adapter for SAP - will become a major point of interest for industry firms that need to attach laboratory and production machines to SAP. There will be a number of appliances around, set to deliver a great additional benefit for SAP users. Google gave it a start with the search engine for everybody, Castironsys, ActiveBit and National Instruments follow similar strategies. EDI will also experience a renaissance, once in combination with XI and Seeburger for SAP, but also in dropping EDIFACT and X.12 in favor of fashionable and easy XMLEDI. And SRM will gain in importance replacing BW and CRM as main business concerns.

SearchSAP: What do you expect from SAP's ERP competitors?

Angeli: This is the year when SAP will pay the price for neglecting the further development of the core ERP elements. While SAP will fuel its marketing offensive for small and mid-sized businesses (SMBs), they will lose market share against Microsoft Dynamics, which is more dynamic in addressing SMB customers. We will also see the first examples of open source public license ERP suites entering this business area — that's definitely an area to keep an eye on.

Also check SAP trends 2007, part two, where we pick the brains of Ventana Research CEO Mark Smith!

Matt Danielsson
Editor

You have probably noticed that Microsoft is getting more assertive about its Dynamics line of products. Massive advertising, press releases, increased presence at events … It's pretty obvious the 'softies are no longer content to play second fiddle to SAP, merely picking up the small fry surrounding a massive SAP core.

What's in store for the future, when Microsoft pulls the AX, NAV, GP etc. components into a single Dynamics package in 2008? Is the Redmond giant a threat to SAP? Or will SAP continue to make progress based on technical excellence and sheer robustness?

Veteran SAP guru Axel Angeli says the battle is largly one of fundamental principles: SAP is pushing a complete and fully integrated ERP package. The solution should cover all aspects of the business without the need to ever have a third party solution. Microsoft, on the other hand, seeks its success through supporting disparate system installations. In order to make this vision transparent to the clients, Angeli says, Microsoft introduced the metaphor of "Hub and Spoke" technology. It pictures a central ERP residing as the hub of a wheel whilst still being connected to satellite systems through the spokes. Practically it means that one installs a central ERP system and more local installations are installed where they are needed. Both the hub and the satellites can be any ERP solution as long as they are able to exchange messages with each other.

For now, SAP's approach seems to be the winner, according to Angeli. But Joe Gulino, ERP Practice Director, Green Beacon Solutions, has a different take on the matter. He buys into the "working the way your people work" mantra, which clearly favors Microsoft as the dominant midmarket ERP player in the years ahead. 

Each expert make the case for their respective position in our new Face-off: SAP All-in-One vs. MS Dynamics . Make sure to send in your comments for a chance to win a $100 Amazon gift certificate!

Matt Danielsson
Editor

Over the years, we've taken our fair share of jabs at SAP for being overly complex, bogged down with acronyms and seemingly always being a few steps ahead and out of sync with many customers. Sure enough, SAP has always been somewhat intimidating, and we did some head-scratching over how SAP was going to accomplish it's very ambitious small- and midmarket push that was announced earlier this year. How are you going to convince a small mail order firm or local coffee shop chain that SAP will make life better than, say a Microsoft Dynamics solution?

Well, it seems like SAP is starting to get it. Yesterday, a Business Week story reported on the simplification of Business One, where both implementation and management have been streamlined enough that we now seem to be hitting that magic tipping point where the practical benefits of SAP outweighs the hassle. Costs are being pushed down too — less than $10,000 for a complete Business One installation is not out of reach for a small company once you factor in the productivity gains and overhead savings. Business One's big brother, All-in-One, is also making rapid strides.

So SAP is making headway on its aggressive downstream push. That's fine and dandy, but the obvious question is, what's going to happen with the Microsoft relationship? In the top end of the market, SAP and Microsoft are quite chummy. Duet is gaining a lot attention. Rightfully so, if you ask me, since it's a cool technology and it seems like a strategically correct path at least for SAP. When asked whether there are more joint SAP-Microsoft products on the horizon, Shai Agassi wouldn't commit to anything but clearly left the door open: "We'll see how Duet plays out — if it's successful, we may look into other areas." That sounds pretty promising to me.

For the small- and midsize market, things get more interesting. Joshua Greenbaum wrote about this in a recent column, pointing to the cautious dance the two are currently engaged in. What's going to happen when Dynamics GP, AX, NAV and so forth get rolled into one single product in 2008? Will Microsoft continue to sit idly by watching SAP bag the fattest account? Doesn't seem like the 'softie style. We're already seeing some headlines pop up hinting of things to come. Microsoft was careful to use diplomatic wording when it ditched SAP in favor of Dynamics for it's Home and Entertainment division, but they couldn't resist plugging the" two-to-four times cheaper" angle in their announcement. Shortly thereafter, military supplier BlackHawk chose Dynamics over SAP because of simplicity and ease of integration. When the new version of Dynamics AX was released in June this year, cost and ease of use came up once again.

There's potential for great things, and there's potential for war. Only time will tell how this is going to play out, but there's potential upside for SAP and Microsoft users alike. In the mean time, we're going to look into the more practical aspects of just how Dynamics stack up against SAP's All-in-One.

In October this year, we will have two experts argue the case for All-in-One vs. Dynamics in a side-by-side face-off column. Those of you who followed the SAP vs. Oracle face-off between Josh Greenbaum and Faun deHenry earlier this year will recognize the format; we aim to move beyond marketing dogma and take a hard look at the practical, real-life pros and cons of either solution so that users can make the best choice for their companies. We have veteran expert Axel Angeli spearheading the All-in-One side of the argument, so expect the gloves to be off. Stay tuned!

Matt Danielsson
Editor